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Mastering Sales in Hospitality: Strategies for Success at Niagara Falls Conference Center

Discover essential sales strategies tailored for hospitality professionals looking to excel in the competitive landscape of hotel and event sales. Learn how to understand your client's needs, effectively communicate the benefits of your offerings, and craft compelling proposals that resonate with potential clients. This guide emphasizes the importance of thorough needs assessment and creative problem-solving, ensuring that you establish strong connections and close sales effectively. Elevate your sales approach and drive success in your organization.

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Mastering Sales in Hospitality: Strategies for Success at Niagara Falls Conference Center

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Presentation Transcript

  1. Who is this guy? BS Hotel Admin UNLV GM Sales Manager C/S Mgr Catering Manager Front Office Manager Restaurant Manager Riviera Hotel Las Vegas Holiday Inn Motel 6 Ramada Inn Hyatt Hilton Many Independents Now sales manager at: The Conference Center Niagara Falls

  2. Hotel & Destination Sales • Know you product • Target business that suits your product • Sell to your strengths • Don’t waste time on business not meant for your product

  3. Prospecting • Your own community • State Associations • National Association • CVB Calendars • Trade Shows • Web sites • Networking

  4. Ours is a competitive Environment • Your client has many choices • Selling is showing how your product addresses the needs of the group

  5. Rule # 1 • “You have nothing to sell till you understand what your client needs”

  6. Features & Benefits • Features • Everything has a feature but if your client doesn’t need it there is no benefit • A benefit is showing how a feature addresses a need

  7. Features Tell Benefits Sell • It’s so important to understand needs • Only then can you present the benefits your feature offers

  8. How do you determine needs? • Questions • History

  9. Basic Needs • Dates • Rooms • Space • Rates • Tranportation

  10. Intrinsic Needs • Attendance Building • Outside Venue not related to convention • Falls • Power Authority • Casino • Something that plays into the mission of the organization • Architectural treasures

  11. A thorough Needs investigation should proceed any Proposal • What’s going to make this convention more successful • Tell me about the best convention your group had • Why? • Tell me about the worst Convention your group had. • Why?

  12. OK Now the pitch… • Address the needs • Creative • Addressing important details • Your proposal should help your client visualize a successful convention at your establishment • With agreed on follow-up

  13. Now the sales cycle begins… • Set agreed upon follow up with client • When are you looking to make decision? • What is first step • When should I follow up with you?

  14. Un-covering Objections • It’s not always about rate • Two ears one mouth • Don’t be afraid to ask the difficult questions

  15. Closing • Strive for win win • “If I were would you…” • Don’t just give your client what he wants • If it’s too easy then your price was too high to begin with • Justify any concessions

  16. Internship Program Commercial

  17. The test: • What was Rule # 1?

  18. Niagara Falls Conference Center • One of your directives here at Niagara is Service • There is no better community service than bringing new dollars to your community

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